Job Description
The SMS&P Inside Sales Representative role is an opportunity for an individual to utilize their sales experience delivering solutions and products to a named customer base of 125 existing accounts. This IAM will work as part of a TTU (territory team unit) in conjunction with a regional Large Opportunity Manager. Leveraging both internal resources and the Partner Community, this person will influence revenue across the Microsoft product line. A successful individual will be someone that can drive Customer and Partner Satisfaction while aggressively growing sales within respective accounts through depth strategies.
In this role, you will have significant interaction across the SMSP division while working closely with other members of the Microsoft Sales team and Microsoft partners. It is expected that you will develop a deep knowledge of Microsoft technologies and licensing and how they can be applied to meet customer needs. Targeting key Technical and Business Decision Makers in the segment, the focus is to build relationships, assist in software assurance activation and provide high level assistance with various deployment scenarios.
Duties and Responsibilities:
•Probe for opportunities and challenges through effective questioning and active listening; establishes an identified need; proposes relevant Microsoft solutions or licensing options to generate interest and creates a solid value proposition.
•Qualify potential opportunities to 20% (validates Pain, Power, Value, Vision and Control) and gains agreement that the customer is willing to engage with a partner to acquire a solution or promotes the opportunity to the Opportunity Manager for deeper engagement.
•Verifies and maintains data in Siebel. Leverages information in MS Sales and other tools (EOLAS, Telesales 360) to verify license information.
•Position partners and field sales engagement with customer accounts as appropriate once an opportunity is qualified.
•Complete internal hand-off to field account manager, solution specialist, or partner includes agreement with the customer plus recommended internal next steps (resources, recap the value of the opportunity).
•Maintain and develop customer account profiles, activity notes, and opportunity details through the input and capture of timely, accurate, and clean data using the prescribed CRM tool.
•Maintains contact with the account throughout an opportunity engagement and contacts each customer within assigned territory no less than one time per quarter.
•Drive annuity renewals through early engagement and consistent follow up.
•Drive Deployment across the customer base by offering marketing material, MS migration tools and guidance, connecting the customer with deployment partners.
•Create and execute daily call plans. Organize and plan day effectively to achieve established goals and objectives.
•Calls are executed efficiently and effectively. Calls result in the acquisition of necessary information for updating customer profiles.
•Work with team manager and marketing department on executing call campaigns. Includes uploading activities, creating email templates and educating the team on the call to actions of the campaigns.
•Work with team manager to maintain monthly reporting on team responsibilities and objectives.
•Provide team with regular updates on PFP attainment and results against weekly commitments.
•Point person for ensuring proper workflow is followed by the team to maintain reporting data integrity.
•Assist with execution of team training plans.
The preceding functions have been provided as examples of the types of work performed by employees assigned to this job classification. Management reserves the right to add, modify, change, or rescind the work assignments of different positions and to make reasonable accommodation, if required, so that qualified employees can perform the essential functions of the job.
Qualifications:
Required experience in the following areas:
•4+ years sales and account management experience in high tech industry.
•University degree in business or related function or equivalent business experience
•Strong organizational skills demonstrating your ability to schedule and organize work, and to effectively prioritize time and activities
•Formal sales training such as Solution Selling, Spin Selling or Miller Heiman
•Proven track record at achieving measurable sales goals in a high paced environment.
•Developing relationships with senior-level technical and business decision makers.
•Strong practical knowledge of Microsoft products and solutions.
•Strong verbal and written communications, teaming and interpersonal skills.
•Previous people management experience an asset.
•Demonstrates complex problem solving skills.
•Demonstrates sales revenue forecasting.
•CRM Experience. (Seibel, Onyx, or Pivotal)
Please email resumes to steffen.allen@brainhunter.com
Contact Information
Company Name Zylog Systems (Canada) Ltd.
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